When Less is More

In a world full of distractions and information overload, our attention spans are getting shorter. There is a general need to increase the signal-to-noise ratio and to increase the depth and quality of the messages being sent out. In Japanese design, there is a concept called “Ma” or "間" that holds empty space with as much importance as any other element of the design. Core elements are not obscured by distractions. There is little space where mistakes or poor quality can hide. There are a lot of intentional and unintentional distractions in modern communication. Being able to reduce noise and maximize signals is increasingly critical to being an effective communicator and negotiator.

A break from active information exchange gives you time to process information. Most of us have witnessed or engaged in conversations where neither party gained a new perspective. Slowing down gives you time to think about and absorb what you've heard from the other side. On the flip side, the break also hopefully allows the counterparty the opportunity to consider your comments. Quality over quantity can help make actual progress rather than an illusion of progress.

Most of our communication is non-verbal. It is easier to lie with words than with body language and actions. Talking less and focusing your mental efforts on observing the behaviours and actions surrounding the words will improve your ability to understand the real message being sent. This is even more important in communications with multiple people; observing the behaviours of indirect recipients will give you insights that you could have missed.

From a negotiation strategy standpoint, people are generally inclined to fill pauses with information, thereby giving you an information advantage. Another advantage is that it is hard for most people to resist making assumptions when there is a lack of information. I have always found that the assumptions people make tell me about who they are or what they're thinking a lot more quickly and accurately than if I had tried to carry a conversation through direct questioning.

I'm not suggesting that you don't communicate your ideas and knowledge to other people. Communicating them is fundamental to career and life success; however, in a world where we are inundated with information and fighting to be heard, we should all do our part to ensure our contribution to the noise is of high quality and that communication is not a substitute for action.

If what one has to say is not better than silence, then one should keep silent - Confucius